Max S.'s questions to Fortinet Inc (FTNT) leadership • Q4 2024
Question
Max S., on for Adam Borg, asked about the potential for SASE and SecOps to become a more significant driver of new logos in 2025, as opposed to primarily being an upsell motion to existing customers.
Answer
CEO Ken Xie stated that while the primary growth driver for Unified SASE will likely remain upgrades from the large existing firewall and SD-WAN install base, Fortinet is also winning new enterprise customers who have issues with other SASE players. CFO Keith Jensen highlighted a recent win where a new customer deal started as a firewall displacement and expanded to include SD-WAN and SASE, showing the growing maturity of the sales motion for new accounts.